This role is accountable for driving long-term client growth through building strong client relationships and driving revenue, with a strong focus on sales and identifying new revenue-generating opportunities. It involves developing a strong understanding of client’s priorities and providing solutions and recommendations that are aligned to client business issues. Key to this is developing and maintaining an enthusiastic, informed and satisfied client base, in order that they renew their current contracts, and prepare the way for and negotiate for increased subscription rates and the sales of further data sets. This role is an essential thought partner to clients – helping solve client business issues, and wherever possible creating high impact ideas and strategies from across all of Nielsen with the ultimate goal of achieving revenue targets. An Account Manager is expected to develop these relationships at a senior level within each client organisation, drive revenue and provide leadership to the team.
Responsibilities
- Overall responsibility for selected publisher accounts using Nielsen Book Research Services in Australia
- Devise and deliver effective methods for servicing named accounts to agreed levels, maintaining high levels of satisfaction in services provided, data quality and accuracy and training needs.
- Negotiate and agree the renewal of contracts at budgeted rates
- Represent Nielsen BookScan in key commercial relationships, including value-add services for clients such as conducting training /on-site workshops, identifying needs based on client’s strategic focus, and delivering presentations to clients
- Ensure client awareness of all Nielsen BookData Services and the countries in which Nielsen operate
- Create an awareness of ad hoc and other relevant services (for example consumer research) and to promote, quote and deliver this business
- Development of insights for clients
- Anticipate customer needs in their interpretation of data and information provided
- Accurately analyse data to provide bespoke reports and insights for clients
- Ensure quality control standards are met in all servicing outputs
- To create and deliver compelling presentations to delight the client base, including presentations outside the immediate client base as required
- New business development
- A strong focus on increasing revenue by building on existing client base
- A strong focus on increasing sales pipeline by actively seeking new sales leads and revenue opportunities
- Product and client development in line with business objectives
- Understand and deliver client requirements, by understanding clients’ objectives and priorities
- Work closely with Nielsen BookData colleagues to ensure all clients needs are met
- Work closely with the General Manager to develop and support product offerings that meet clients needs
- Work closely with the General Manager to identify new products and services to support business growth
- Work closely with other Nielsen businesses to deliver integrated solutions for clients
- Key account management
- Lead key account relationships and provide support on accounts as required
- Understand your clients’ business objectives so that Nielsen BookScan can continue to deliver insights and new products that meet their needs
- Work closely with colleagues in BookData, other Nielsen BookData divisions and – where appropriate – other Nielsen divisions to provide outstanding levels of service to key clients
- Develop an understanding of all Nielsen BookData products and the benefits they offer to our clients
- Provide training and support for all Book Research services
